Publications

Pride, W, Elliott, G, Rundle-Thiele, S, Waller, DS, Paladino, A & Ferrell, OC 2006, Marketing: Core Concepts and Applications, First edition, John Wiley & Sons, Brisbane.
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Marketing Textbook

Barrett, NJ, Nguyen, DT & Miller, K 2006, 'Internationalization of Business Education the the 'Internationalization' Mode of Learning: An Australian Case', International Journal of Marketing Education, vol. 3, no. 4, pp. 1-12.

Dawes, PL & Massey, GR 2006, 'A study of relationship effectiveness between marketing and sales managers in business markets', Journal of Business & Industrial Marketing, vol. 21, no. 6, pp. 346-360.
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Purpose - The purpose of this paper is to develop and test a structural model of the factors that explain the level of perceived relationship effectiveness between marketing managers and sales managers. Design/methodology/approach - The model integrates trust-based and power/influence/interdependence-based models of relationship effectiveness. The data were collected from 113 sales managers in the UK and Australia. Confirmatory factor analysis was used to test the validity of the measures, while AMOS Version 4 was employed to estimate the model using structural equation modelling with observed variables. Findings - The study found, on average, that the perceived level of relationship effectiveness between sales managers and marketing managers is surprisingly high. The findings clearly demonstrate the potency of interpersonal trust (both cognition-based and affect-based) in building effective cross-functional relationships (CFRs) and also show how interdependence affects both dimensions of trust and the marketing manager's level of manifest influence. In addition, the findings indicate that, when marketing managers have greater manifest influence, the CFR is more effective. Importantly, evidence is provided regarding the consequences of marketing managers using the two influence tactics of legalistic pleas and threats, in terms of their effects on trust and manifest influence. Finally, insights are given about the sequencing of these two influence tactics and how the power of the marketing unit indirectly affects relationship effectiveness. Originality/value - This is one of the very few studies to use a large empirical survey to examine the marketing and sales dyad. © Emerald Group Publishing Limited.

Dowling, G 2006, 'How Good Corporate Reputations Create Corporate Value', Corporate Reputation Review, vol. 9, no. 2, pp. 134-143.
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Corporate Boards, CEOs, CFOs, consultants, investors and academics are all interested in the question of if and how corporate reputations create financial value for companies. To date, much of the research that tests the claim that a good corporate reputation directly creates such value has produced conflicting findings. This paper illustrates how a good corporate reputation can enhance the market value of a company. This discussion also suggests that it is premature to try to put an accurate financial value on a company's brand/reputation.

Dowling, GR 2006, 'Communicating corporate reputation through stories', CALIFORNIA MANAGEMENT REVIEW, vol. 49, no. 1, pp. 82-+.
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With the recent loss of public confidence in firms in America, Australia, Britain, and other countries, more companies are being forced to promote themselves to their internal and external stakeholders in order to maintain and protect their reputations. Advises firms to communicate their reputation message in the form of a corporate story--a narrative that speaks about the company's mission, morality, and modes of operation--and then provides guidelines for creating and evaluating these stories

Fam, K & Waller, DS 2006, 'Identifying likeable attributes: a qualitative study of television advertisements in Asia', Qualitative Market Research: An International Journal, vol. 9, no. 1, pp. 38-50.
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PurposeNumerous studies investigate what contributes to advertising likeability; however, these are often based on quantitative research undertaken in western countries. This paper aims to report the findings of a cross‐cultural qualitative study undertaken across five Asian cities (Hong Kong, Shanghai, Jakarta, Bangkok and Mumbai) to discuss Asian consumers' attitudes towards television commercials in their respective country/city.Design/methodology/approachThe data was gathered from two focus group interviews (1 male and 1 female) conducted in each city. Each group comprised of eight people and the interview lasted between 40 and 60 minutes. In each focus group several of the most liked locally produced television commercials were presented to the participants and the discussion that followed centered around visual images that they most liked.FindingsThe results found differences in the likeable attributes between the five cities. These variations can be attributed to the differences in local culture, and to a lesser degree, other market‐related factors like attitudes towards advertising in general, cultural outlook and perspective, consumer confidence and hours of watching television per week.Originality/valueThis study uses informant driven data, rather than researcher driven, to identify cross‐cultural differences in the concept of advertising likeability. Further, it suggests that qualitative research can provide valuable results for international marketers and those who would like a better understanding of new markets, as long as they analyse the results keeping in mind the cultural context of...

Hackman, D, Gundergan, SP, Wang, P & Daniel, K 2006, 'A service perspective on modelling intentions of on‐line purchasing', Journal of Services Marketing, vol. 20, no. 7, pp. 459-470.
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PurposeThe purpose of this study is to examine the relationships between behavioural intentions and its antecedent factors in online services settings.Design/methodology/approachData were collected from a national survey of Australians with experience purchasing online. A conceptual model linking behavioural intentions and its key antecedents was tested using partial least squares.FindingsThe results suggest that behavioural intentions are directly influenced by online service quality, online service value and online service satisfaction. Online service satisfaction, in turn, is affected by online service value and quality; whereas online service value is determined by the online service quality and related sacrifice.Research limitations/implicationsThese findings suggest that existing services marketing models developed in offline settings can be adapted to online settings to explain behavioural intentions. Although the sample included a wide range of people, generalisations of the findings should be made with caution. In addition, further scale development and theory building are needed to improve the proposed conceptual model.Practical implicationsManagerially, results of this study suggest that online service managers do not need to reinvent their business models. Instead they should modify the way in which some of the constructs like service quality are measured.Originality/valueThe study is unique in that it...

Lee, K & Miller, KE 2006, 'Internet users' attitude and behavioural intention on ebranding', International Journal of Internet Marketing and Advertising, vol. 3, no. 4, pp. 335-335.
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The purpose of this paper is to empirically examine the effect of internet users' general attitude towards internet advertising and level of product involvement on their attitudes and behaviour. In this study, three banner advertisements and corporate websites of varying creative content and message appeal were used. Data was gathered through an online survey with a sample size of 245 respondents. The Covariance Structural Modelling results show that general attitude towards internet advertising and level of product involvement has a positive impact on users' attitudes (site and brand) and behavioural intention. The results show that the extent to which users perceive a corporate website is customised from information derived from their individual-level differences and is influenced by their general attitude towards internet advertising and level of involvement.

Nguyen, TD & Barrett, NJ 2006, 'The adoption of the internet by export firms in transitional markets', Asia Pacific Journal of Marketing and Logistics, vol. 18, no. 1, pp. 29-42.
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PurposeThis study aims to investigate the factors that affect the intention to adopt the internet by export firms in transitional markets.Design/methodology/approachA sample of 144 export firms in Vietnam was surveyed to test the model. Structural equation modelling was used to analyse the data.FindingsIt was found that perceived usefulness, but not perceived ease of use, of the internet is a potential predictor of the intention to adopt the internet by firms for their export activities. It was also found that market orientation has both direct and indirect (mediated by perceived usefulness) impacts on intention to adopt the internet, and that learning orientation has a direct effect on both perceived usefulness and perceived ease of use of the internet.Research limitations/implicationsA major limitation of this study is the use of a sample drawn from one transitional market. Cross‐national samples will be a direction for further research.Practical implicationsThe findings of this study suggest that export promotion programs should promote the usefulness of the internet as well as market and learning orientations to stimulate export firms to adopt the internet for their export activities.Orginality/valueThe major contribution of the study is to incorporate market and learning orientations in the technology adoption model to explain the intention to adopt the internet by export firms.

Nguyen, TD & Barrett, NJ 2006, 'The Knowledge-Creating Role of the Internet in International Business: Evidence from Vietnam', Journal of International Marketing, vol. 14, no. 2, pp. 116-147.
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This article examines the knowledge-creating role of the Internet in international business activities of Vietnamese firms. The authors find that both the collection and the transformation of information from the Internet by a firm affect its foreign sales intensity. In addition, market and learning orientations facilitate this process.

Nguyen, TD, Barrett, NJ & Fletcher, R 2006, 'Information internalisation and internationalisation—Evidence from Vietnamese firms', International Business Review, vol. 15, no. 6, pp. 682-701.
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Previous research on internationalisation has mainly focused on the collection and use of information. In this article we examine the role of information internalisation in international business activities of Vietnamese firms. A theoretical model incorporating key antecedents and outcomes of information internalisation is developed. The antecedents are market orientation and learning orientation, and the outcomes are international orientation and foreign sales intensity. A survey of 144 Vietnamese internationalising firms was conducted to test the model in conjunction with its two competing models by means of a two-step approach to structural equation modelling. We found that both information internalisation has direct and indirect effects (mediated by international orientation) on foreign sales intensity. Further, market orientation and learning orientation underlie information internalisation. Implications for managers and directions for future research are also addressed. © 2006 Elsevier Ltd. All rights reserved.

Verma, R, Louviere, JJ & Burke, P 2006, 'Using a market-utility-based approach to designing public services: A case illustration from United States Forest Service', JOURNAL OF OPERATIONS MANAGEMENT, vol. 24, no. 4, pp. 407-416.
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Government and public services have to not only enforce the requirements of the regulatory policies, but also have to satisfy the needs of preferences of their clients and customers. In this paper, we summarize the results of a multi-year case study cond

Wang, PZ & Waller, DS 2006, 'Measuring consumer vanity: A cross-cultural validation', PSYCHOLOGY & MARKETING, vol. 23, no. 8, pp. 665-687.
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Given the unmistakable trend toward a more integrated global economy and the tremendous impact of consumer vanity on demand for countless goods and services, there exists a need for more cross-cultural research on the important psychological construct known as consumer vanity (Netemeyer, Burton, & Lichtenstein, 1995). This article examines four components of the vanity construct: appearance concern, appearance perception, achievement concern, and achievement perception. To test the vanity construct cross-culturally, a survey was undertaken in the United States and China. This article illustrates the use of the comprehensive analytical framework proposed by Steenkamp and Baumgartner (1998) to assess measurement invariance in cross-cultural consumer research. The results provided a rigorous cross-cultural validation test of the vanity scale that has implications for both academics and practitioners in cross-cultural consumer research and marketing. © 2006 Wiley Periodicals, Inc.

Bairstow, NR & Young, LC 1970, 'The impact of harmful acts in marketing channel relationships', Opening the network - New perspectives in industrial marketing and purchasing: 22nd Industrial Marketing and Purchasing Group Conference, 22nd Industrial Marketing and Purchasing Group Conference, The IMP Group, Milan, Italy, pp. 1-10.

Bentrott, I, Wang, PZ, Waller, DS & Galloway, J 1970, 'Cloud seeding, rainfall and persistence: A reanalysis of cloud seeding data 1955-1971', AMOS 2006 Newcastle, NSW 13th National Conference: Climate, Water and Sustainability, The Australian Meteorological and Oceanographic Society - AMOS 2006 Newcastle, NSW 13th National Conference: Climate, Water and Sustainability, The Australian Meteorological and Oceanographic Society, Newcastle, Australia.

Burke, PF 1970, 'Meaningless and ambiguous differentiation: considering their relative value using random utility theory and signalling theory', Advancing Theory, Maintaining Relevance - Proceedings of the 2006 ANZMAC Conference, Australian and New Zealand Marketing Academy Conference, ANZMAC, Brisbane, Australia, pp. 1-7.

Burke, PF & Reitzig, M 1970, 'Measuring patent office quality', Knowledge, Action and the Public Concern - 2006 Academy of Management Annual Meeting Proceedings, Academy of Management Annual Meeting, AoM, Atlanta, GA, USA.

Burke, PF, Bateman, I, Wang, PZ & Louviere, JJ 1970, 'Throwing cold water on order', Institute for Operations Research and the Management Sciences (INFORMS) Annual Meeting, XXVII INFORMS Marketing Science Conference, Graduate School of Business, University of Pittsburgh, Pittsburgh, USA, pp. 46-46.

Christy, TP & Waller, DS 1970, 'A study of US perceptions towards the advertising of offensive products: A preliminary study', Australian and New Zealand American Studies Association Conference, The 2008 Australian and New Zealand American Studies Association Conference, Australin and New Zealand American Studies Association, Launceston, Australia.

Fam, KS & Waller, DS 1970, 'Reducing social advertising offensiveness: a study of STD prevention in China', Controversies in social marketing - the way forward: Proceedings of the 3rd Australasian Nonprofit and Social Marketing Conference, Australasian Nonprofit and Social Marketing Conference, University of Newcastle, Newcastle, Australia, pp. 1-6.

Fine, B, Menictas, C & Casdas, D 1970, 'Attitudinal differences: Comparing people who belong to multiple vs. single panels', Panel Research Collection 2006, Panel Research 2006 Conference, ESOMAR, Barcelona, Spain, pp. 1-25.
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This paper addresses the representativeness of panellists who are in multiple panels as compared to those in one or a limited number of panels. In assessing data received from respondents on only one, a few, multiple panels and comparing the same data with information collected by CATI., we found major differences in the attitudes of those who participate on multiple panels, while the demographics may be similar, as compared with others in only one panel.

Greenacre, LM, Burke, PF & Denize, SM 1970, 'Important information in word of mouth communication: acquisition vs. dissemination', Advancing Theory, Maintaining Relevance - Proceedings of the 2006 ANZMAC Conference, Australian and New Zealand Marketing Academy Conference, ANZMAC, Brisbane, Australia, pp. 1-7.

Hingorani, A 1970, 'An analysis of magazine advertising visuals in the skincare market', Journal of Health Management and Public Health, Fourth International Conference on Healthcare Systems, Slovak Medical University, University of Scranton, Bratislava, Slovakia, pp. 23-24.

Kattiyapornpong, U & Miller, K 1970, 'Personal ecology explanations of Australian travel preference and choice behavior across and within Asian destination: Thailand, Singapore, Malaysia and Hong Kong', UTCC International Conference in Business: Revolution for the New Era Competition, Revolution for the New Era Competition: University of the Thai Chamber of Commerce Internationa Conference in Business, University of the Thai Chamber of Commerce, Bangkok, Thailand.

Kattiyapornpong, U & Miller, K 1970, 'Understanding travel behaviour using demographic and socioeconomic variables as travel constraints', Advancing Theory, Maintaining Relevance - Proceedings of the 2006 ANZMAC Conference, Australian and New Zealand Marketing Academy Conference, ANZMAC, Brisbane, Australia, pp. 1-9.

Kattiyapornpong, U, Miller, K & Woodside, A 1970, 'Understanding travel behavior using demographic and socioeconomic variables as travel constraints', New frontiers in global tourism: Trends and competitive challenges. Travel and tourism research association 37th Annual conference proceedings, Travel and Tourism Research Association 37th Annual Conference, Travel and tourism research association, Dublin, Ireland, pp. 408-413.

Kwak, K, Russell, G & Duvvuri, S 1970, 'A SKU-Level Basket Choice Model for Cross-Category Analysis', INFORMS Marketing Science Conference, Pittsburgh, USA.
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Choice decisions in market basket selection are interrelated because demand patterns are complex. Products may be complements or substitutes, and can vary in the strength of these relationships. This research develops a SKU-level market basket model and applies the model in an analysis of household scanner data. The model can be derived by assuming that the utility of purchase of one item in a market basket depends upon the set of items already selected. Starting from conditional probability distributions of buying individual items, we can construct the implied probability of buying any basket of items. The resulting model is very flexible, allowing for a large variety of market structure patterns. Because the model can be written in a closed form manner, we can easily study the pattern of brand price competition by computing a matrix of cross-price elasticities. We calibrate the model using household purchase histories from the yogurt product category. Substantively, we show that households treat brand names as strong substitutes, and flavors (within a brand) as weak substitutes and complements. We also show that the general pattern of cross price elasticities is consistent with quality tier competition. A price optimization analysis suggests that a pricing decision rule linked to brand names is consistent with the pattern of brand competition in the yogurt category.

Kyriazis, E & Massey, GR 1970, 'Politics and collaboration during NPD projects', Advancing Theory, Maintaining Relevance - Proceedings of the 2006 ANZMAC Conference, Australian and New Zealand Marketing Academy Conference, ANZMAC, Brisbane, Australia, pp. 1-9.

Lee, K, Salciuviene, L, Miller, KE & IIB 1970, 'The effect of Internet users' information processing strategy on brand attitude', PROCEEDINGS OF THE 14TH ANNUAL CONFERENCE ON MARKETING AND BUSINESS STRATEGIES FOR CENTRAL & EASTERN EUROPE, 2nd Aalborg University Conference on Internationalisation of Companies and Inter-Cultural Management, University of Aalborg, Aalborg East, Denmark, pp. 163-+.

Lee, KP, Miller, K & Salciuviene, L 1970, 'Investigating motives and information processing strategies of internet users', ANZIBA Conference 2006, Australia and New Zealand International Business Academy Conference 2006, ANZIBA, Wellington, New Zealand, pp. 1-19.

Lee, KP, Miller, K & Salciuviene, L 1970, 'The effect of internet users' information processing strategy on brand attitude.', Procceedings of Australian and New Zealand international business academy conference, Australian and New Zealand International Business Academy Conference, Asutralian and New Zealand international business academy, Wellington, New Zealand, pp. 1-19.

Lee, KP, Salciuviene, L & Miller, K 1970, 'The effect of internet user's information processing strategy on brand attitude', Proceedings of the 14th annual conference on marketing and business strategies for central and easterm europe, 14th Annual Conference on Marketing and Business Strategies for Central and Eastern Europe, Institute of international business, Vienna, Austria, pp. 163-172.

Louviere, JJ, Burke, PF, Street, D, Burgess, LB & Marley, AA 1970, 'Dicrete choice surveys: Improving completion rates and getting better data', Asia-Pacific Quantitative Methods in Marketing Conference, Sydney, Australia.

Massey, GR & Dawes, PL 1970, 'The effects of influence tactics, manifest influence, and interpersonal trust on working relationships between marketing managers and sales managers', Business Across Boarders in the 21st Century: Proceedings of the 2nd Biennial Conference of the Academy of World Business, Marketing and Management Development, Biennial Conference of the Academy of World Business, Marketing and Management Development, AWBMAMD, Cedex, France, pp. 845-857.

Massey, GR & Kyriazis, E 1970, 'Communication and conflict between marketing and R&D during new product development projects', Advancing Theory, Maintaining Relevance - Proceedings of the 2006 ANZMAC Conference, Australian and New Zealand Marketing Academy Conference, ANZMAC, Brisbane, Australia, pp. 1-9.

Morrison, MD, Oppewal, H, Waller, DS & Wang, PZ 1970, 'Decision states and information acceleration: Effects of acceleration on information search and product preferences', ACR 2006 Asia-Pacific Conference, ACR 2006 Asia-Pacific Conference, Association for Consumer Research, Sydney, Australia.
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DP0450910 - Modelling Comsumer Decision States

Nguyen, DT, Barrett, NJ, Nguyen, TT & Tran, D 1970, 'Signal quality and sevice quality: A study of local and international MBA programs in Vietnam', Proceeddings of Consortium for international marketing and research, Consortium for International Marketing and Research, Consortium for international marketing and research, Istanbul, Turkey.

Nguyen, DT, Nguyen, TT, Barrett, NJ & Miller, K 1970, 'Brand credibility in services - antecedents and outcome', Sustainable Marketing Leadership: a synthesis of polymorphous axioms, strategies and tactics - Proceedings of the 35th EMAC Conference, European Marketing Academy Conference, European Marketing Academy, Athens, Greece, pp. 1-8.

Nguyen, T, Barrett, NJ & Nguyen, DT 1970, 'Importer-exporter relationship intention - a signaling approach', Opening the network - New perspectives in industrial marketing and purchasing: 22nd Industrial Marketing and Purchasing Group Conference, 22nd Industrial Marketing and Purchasing Group Conference, The IMP Group, Milan, Italy, p. CD no page.

Russell, G, Feinberg, F & Kwak, K 1970, 'Measuring Consumer Heterogeneity with Loyalty Variable: Theory and Evidence', Haring Symposium, Indiana University, Indiana, USA.
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Since the pioneering work of Guadagni and Little (1983), the most common method of accounting for household-level preference heterogeneity in the multinomial logit model has been the loyalty variable, an exponentially-weighted average of a householdâs past purchases. Although this approach has considerable intuitive appeal, it has not been provided with a rigorous statistical foundation. The present paper argues that loyalty variables, construed purely as cross-sectional measures of preference heterogeneity, should be constructed with reference to a particular model of choice behavior and assumptions regarding how marketing activity evolves over time. Beginning with a generalized form of the logit model consistent with both Jeulandâs (1979) inertial choice framework and the Lightning Bolt model of Roy, Chintagunta and Haldar (1996), a loyalty measure is derived which is a consistent estimate of the householdâs underlying brand preferences. The framework also implies that loyalty variables do not exist for certain types of dynamic choice models. We study the theory by estimating our loyalty model specification using supermarket scanner data. Empirical results show that brand intercepts are related to marketing mix activity. Moreover, results show that forecast accuracy compares favorably with a more sophisticated Hierarchical Bayes specification. Both findings are consistent our loyalty variable theory. The central message of our work is that loyalty variables cannot be justified without making strong assumptions about the choice process and marketing mix activity. We offer specific recommendations about conditions under which loyalty variables can and cannot be used in marketing science applications.

Spanjaard, DC & Freeman, LM 1970, 'Is qualitative research always exploratory?', Advancing Theory, Maintaining Relevance - Proceedings of the 2006 ANZMAC Conference, Australian and New Zealand Marketing Academy Conference, ANZMAC, Brisbane, Australia, pp. 1-7.

Spanjaard, DC & Freeman, LM 1970, 'Tread softly: Using videography to capture shopping behavior', Advances in Consumer Research, Asia Pacific Vol VII, Borderless Consumption, Association for Consumer Research, Sydney, Australia.

Tang, Y, Wang, PZ & Tse, S 1970, 'Forms of market orientation and business performance in China', Advancing Theory, Maintaining Relevance - Proceedings of the 2006 ANZMAC Conference, Australian and New Zealand Marketing Academy Conference, ANZMAC, Brisbane, Australia, pp. 1-7.

Waller, DS & Hingorani, A 1970, 'Perceptions of business students towards skills and attributes for industry: how important is communication?', Empowerment, Creativity and Innovation: Challenging Media and Communication in the 21st Century: Prceedings of the Australian & New Zealand Communication Association International Conference, 2006, Australian & New Zealand Communication Association International Conference, 2006, ANZCA and the University of Adelaide, Adelaide, Australia, pp. 1-9.

Wang, PZ 1970, 'Motivations for sports volunteerism and intention to volunteer', Advancing Theory, Maintaining Relevance - Proceedings of the 2006 ANZMAC Conference, Australian and New Zealand Marketing Academy Conference, ANZMAC, Brisbane, Australia, pp. 1-9.

Wang, PZ, Morrison, MD, Oppewal, H & Waller, DS 1970, 'Consumer characteristics and decision states: a study of new product purchase intention', Advancing Theory, Maintaining Relevance - Proceedings of the 2006 ANZMAC Conference, Australian and New Zealand Marketing Academy Conference, ANZMAC, Brisbane, Australia, pp. 1-7.

Wang, PZ, Oppewal, H, Morrison, MD & Waller, DS 1970, 'Decision states and information acceleration: Effects of acceleration on information search and product preferences', Institute for Operations Research and the Management Sciences (INFORMS) Annual Meeting, XXVII INFORMS Marketing Science Conference, Graduate School of Business, University of Pittsburgh, Pittsburgh, USA, pp. 99-99.